The SaaS Revolution Show From Outreach to Paid: Manny Medina on AI agents, SaaS monetisation, and building for the future
7 snips
Oct 9, 2025 
Manny Medina, a serial SaaS founder and CEO of Paid, discusses the seismic shift in SaaS monetization brought about by AI. He highlights the obsolescence of seat-based pricing as AI agents take over roles in organizations. Manny emphasizes the importance of customer relationships and how operational debt can hinder growth. He shares insights on cultivating a customer-obsessed culture and balancing founder duties with client engagement, all while navigating the opportunities that the AI era presents.
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Agents Break Seat-Based Pricing
- AI agents change how value is delivered and make seat-based pricing obsolete for many SaaS products.
- Existing monetisation stacks cannot track agent actions or attribute outcomes for billing and measurement.
Measure Agent Work, Not SKUs
- Paid reimagines monetisation by observing agent activity end-to-end to decide what to charge.
- Third-party entitlement systems are configuration-first and fail to show the work agents do.
Half The Org Will Be Agents
- Manny predicts roughly half of org charts will be AI agents within five years.
- This shift raises questions about onboarding, security, ownership, and performance management.